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| Sunday, 4 January 2004 |
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| News Business Features Editorial
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Do not sell, build relationships - TMC The Management Club recently had another Evening Presentation at the Galle Face Hotel on Global Leadership in Relationship Management. Bernard Sinniah, Managing Director of Citigroup UK and their Global Head for Forex Sales, who was in Sri Lanka on a short private visit was the guest speaker at this presentation amidst a large gathering of TMC's members and guests. TMC Galle Face Chairman, Mr. Athula Jayasekera, welcoming the guests said that the club provides a facility for professional managers in the country to build relationships with those in different industries from theirs, while enhancing their skills by taking part in management development programme of this nature. He also summarised the work that TMC has so far done in their endeavour to make Sri Lanka a Disabled Friendly Nation and to help build awareness among the general public about the needs of 1.7 million disabled people in the country.Charmaine Vanderhoeven, Vice Chairman of TMC Galle Face, who introduced the guest speaker to the gathering said that Bernard Sinniah had already shown interest in joining forces with TMC and assist in their initiative to help the disabled. Describing Relationship Management as a value game, Mr. Sinniah indicated that needs of customers and solutions to those needs create values based on which relationships are built. He stressed on the importance of building a relationship with customer upon establishing contact, to identify his needs and deliver solutions and also reminisced on the relationship the waiter at Majestic Hotel built with him long years ago when he used to go there for a meal. The value to both parties increases as the relationship develops and it is necessary to know your customers who help build the business and the relationships that drive solutions to their problems and needs. Sinniah explained that leadership should bring out the best of followership and that one should look for followers with positive outlook and weed out the cant's and won'ts from their teams. He explained how leaders should set the vision and let management decide on strategies for followers to draw up tactical steps to achieve the objectives. Sinniah was of the opinion that leaders should be more like plantain trees which give rise to shoots before they die, rather than be like banyan trees which spread across a vast area but do not provide an environment for any other plants to grow beneath them. Following this highly successful programme, TMC intends to have similar evening presentations with speakers from various diverse industries, for their members on a regular basis in future. |
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